Yesterday, we shared our CEO Jeff Seeley‘s interview with Tricia Benn of The C-Suite Network.
They explored the critical role of company culture in driving success – something we’re passionate about and deeply committed to helping our clients cultivate.
In today’s world of AI and automation (which we all know isn’t going away!), it’s easy to lose sight of the human element in business. But as Jeff points out in his recent interview, “We can’t forget about the human aspect of our organizations.” This is especially crucial when it comes to building a strong sales culture.
Jeff emphasizes the power of “tribal knowledge” – that intangible blend of insights, experiences, and practice that comes from shared experience and deep relationships within a team over time.
He then shares his top 3 tips for creating a healthy sales culture:
#1 Build Genuine Relationships
“People don’t care about how much you know unless they know how much you care.”
This goes beyond surface-level interactions, and empathy is key.
As our Client Partner, Kashina Cusson, stated in an article about culture earlier this summer.
Empathy is:
- Trying to see situations through another person’s “lens.”
- Understanding that we all are coming into every conversation and meeting with both individual and team needs.
- Being able to effectively communicate those needs in a productive, empathetic, “safe space.”
Ways to create these types of relationships? Encourage team bonding through social events, mentorship programs, or even casual coffee chats. Create opportunities for personal connections to flourish.
Show appreciation. Regularly acknowledge and appreciate your team’s efforts, both big and small. A simple “thank you” or a personalized note can go a long way in building trust and loyalty.
#2 Clear Communication
“Clear communication, know your audience, and be level-appropriate.”
Understanding the different communication styles within your team and adapting your message accordingly is the first step. But also – know your audience. How you talk about things with members of the customer service team will be completely different than how you talk about them with the accounting team. Different teams have different priorities, perspectives, terminology, communication styles, etc.
Use level-appropriate communication. This means tailoring your message to the specific audience’s understanding, knowledge, and position within the organization. It’s about striking the right balance between being informative and being accessible.
#3 Celebrate Success and Effort
“Positive recognition – at a 1:1 level.”
Recognition fuels motivation and drives continued success.
Ditch the generic praise and get specific! Highlight individual achievements, connecting them to the team’s overall success.
Actively invest in your team’s growth by providing opportunities for professional development, mentorship, and leadership roles. This shows you’re committed to their long-term success and creates a culture of continuous improvement.
Get more insights and check out Jeff’s full interview:
